MIS Executive Development

Managing the Sales Force for Effective Results

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Why You Should Attend This Course:


The changing needs and complexities of the new environment affect all Sales Managers and cannot be taken lightly. The effectiveness of the sales force depends, to a large extent, on the manager who directs, leads and motivates its members. The lack of in-depth knowledge and modern skills to lead such a force to higher productivity can result in lost opportunities in the marketplace and a demoralised and disoriented sales team.


Learning Outcome:


  • Have a clear understanding of the key underlying principles in managing a sales team.
  • Be updated with current issues and best practices in sales management in the context of a rapidly changing environment.
  • Discuss and work through real issues involved in managing a sales team in today’s competitive & complex marketplace.


Course Outline:


Modern Sales Management

  • The changing business environment
  • What makes a good Sales Manager?


Leadership and Sales Management

  • Changes in ability required with new responsibilities
  • Types of leadership in sales management


The Sales Manager’s roles & tasks

  • What is the job of the Sales Manager?
  • Essential areas in sales planning


Sales Force Effectiveness vs. Efficiency

  • Measuring effectiveness and efficiency of salespeople
  • Establishing criteria & evaluating performance


Who Can Benefit?


  • All middle and senior managers who are required to achieve results through a sales team.
  • Managers who are required to perform the sales management function within their organisation.
  • Executives who are about to assume sales management responsibilities.


Trainer’s Profile:


Since 1990, Dr Bob Foo has provided consulting and training services in professional selling, key account management, sales management, strategic marketing and negotiation dynamics throughout the region. Bob has a Ph.D from the University of Nottingham, a M.Sc. in International Marketing from the University of Strathclyde as well as professional qualifications in Administrative Management, Business Administration, Accounting & Finance and Public Relations. He is also a Fellow of the Chartered Institute of Marketing (FCIM) as well as a Chartered Marketer.


Dr. Bob Foo is a qualified Instructor for Higher Education Teaching and a qualified Higher Education Instructional Leader certified by National Institute of Education (NIE) and Singapore Institute of Management (SIM).


Important Notes:


  • Fees are inclusive of course materials, certificate of participation, lunch & tea breaks.
  • Corporate and Individual Members of MIS are entitled to 20% discount.
  • Companies are entitled to 5% discount for sending 3 or more participants to the same course on the same date.
  • All courses will be held at the Marketing Institute of Singapore, 410 North Bridge Road Singapore 188726 unless otherwise stated.
  • SDF Training Grant (for SDF-Approved Courses)
  • Marketing Institute of Singapore reserves the right to change or cancel the course due to unforeseen circumstances.
  • Courses can be custom-designed to suit your department/organisation’s unique training requirements.


For any withdrawals or cancellation, participants will be subjected to the following charges:


  • Notice Period Withdrawal / Cancellation Charge
  • More than 14 days No charge
  • Less than 14 days 25% of course fee
  • Less than 3 working days or No-Show 100% of course fee
  • Replacements from the same company are allowed.

Entry Requirements

  • Nil

Delivery methods

  • Classroom

Assesment Methods

  • Nil

Graduation and Degree

  • Certificate of Completion – Managing the Sales Force for Effective Results

Commencement date

14 Apr

Full/part time

Full Time

Length of course

2 Days

Course Price

$ 780.00

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